home: Where Do Home Buyers Come From?
- 09/03/08 04:17 AM
Where do new homebuyers come from? If you say they come from your brilliant advertising, then good. If you think they come from your perfect location, that’s okay, too. But, in both cases, you’re missing something. Something big. In fact, you’re overlooking the biggest and best source of new sales available to you.New homebuyers come from old homebuyers. Referrals are the #1 source of new home leads. As Jerry Rouleau says, “If you’re not getting 30 % of your sales from referrals, you’re doing something wrong.” He also encourages builders to budget a specific amount for customer relations, just like you’d (7 comments)

home: 5 Blatant Truths That Salespeople Must Face
- 07/07/08 06:35 AM
Adrian Miller, of Adrian Miller Sales Training, talks with Scott Stroud and Jerry Rouleau about the sobering facts of selling new homes in the current market. Remember the movie scene where Jack Nicholson told Tom Cruise, “You can’t handle the truth?” When it comes to your own sales skills and activities, how would you answer that question? Sure, the truth is sometimes hard to take, but the real truth is that if we don’t continue to learn and adjust our selling habits and skills to better connect with and persuade buyers, we won’t survive in today’s competitive marketplace. Adrian Miller’s new (0 comments)

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